Score a segment
Per 1,000 prospects in this segment
| Replies | – |
|---|---|
| Meetings | – |
| Pipeline at typical deal size | – |
Biggest available upgrade
Base rates are measured, then indexed across persona, company size and region with the size and region adjustments dampened, because the persona figure already partly reflects both. Signal multipliers are derived from controlled A/B tests in the same dataset and applied with diminishing returns, since the effects overlap. Treat the output as a ranking tool for choosing between segments rather than a forecast.
Why signal quality beats seniority
The instinct is to pick the most senior person who could plausibly buy. The data says otherwise. Directors and above replied at 32.0 percent and booked meetings at 2.2 percent. Managers and below replied at 26.0 percent and booked at 4.4 percent, twice the rate. Seniority buys you a reply. It does not buy you a meeting, because the person at the top delegates the problem to the person one rung down.
The exception is companies under about 50 people, where the founder is also the operator. There the pattern inverts and you should go straight to the top, which is why the scorer weights small-company founders so highly.
What each signal is worth
| Signal | Measured effect on reply rate | Sample |
|---|---|---|
| Verified subject-matter fit vs job title only | 13.0% → 51.9% | 6,870 prospects |
| Naming their product or a competitor | 17.1% → 34.5% | 10,815 prospects |
| Personalised video in the first touch | 28.8% → 40.4% | 8,385 prospects |
| Naming a shared colleague | 27.0% → 35.1% | 7,340 prospects |
| Adding email alongside LinkedIn | 23.3% → 31.5% | 9,020 prospects |
| Voice note at step two | 30.7% → 33.7% | 5,915 prospects |
Full method and sample sizes on the 2026 outbound benchmarks page.